More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make -- & Get Extraordinary Results Book

Contents

PREFACE....................ix
ACKNOWLEDGMENTS....................xi
INTRODUCTION....................xv
MISTAKE #1 We Are a Prospecting Machine!....................3
MISTAKE #2 It's All About Luck....................12
MISTAKE #3 Salespeople Are Self-Motivated....................23
MISTAKE #4 I'll Focus on My B and C Players and Make Them Better....................33
MISTAKE #5 Salespeople Are Motivated by Money....................40
MISTAKE #6 I Am the Team Leader....................48
MISTAKE #7 My Management Lets Me Do My Job....................57
MISTAKE #8 I'm the Boss....................61
MISTAKE #9 Things Are Always Tough at the End of the Quarter....................68
MISTAKE #10 It's All About Revenue....................77
MISTAKE #11 My Team Needs Me for This Important Deal....................91
MISTAKE #12 Sell, Sell, Sell ... Right?....................97
MISTAKE #13 I'll Show Them How to Do It....................105
MISTAKE #14 I'm Superman....................113
MISTAKE #15 It's Their Territory....................121
MISTAKE #16 I Have a Sales Process ... I Think....................128
MISTAKE #17 Metrics and Dashboards Are for Rookies....................142
MISTAKE #18 Forecasting to 60 Percent Accuracy....................154
MISTAKE #19 The Stack Ranking Behind Hire and Fire Decisions....................168
MISTAKE #20 Culture? I Already Have One, Thanks....................183
MISTAKE #21 The More I Work, the Better the Example....................192
MISTAKE #22 I'm the Manager, Right?....................200
EPILOGUE AND CALL TO ACTION....................207
INDEX....................209